Question 1

The "L" in LAARC stands for Listen.

Accepted Answer

A) True 
 B)False

Question 2

Using the Direct Denial method for handling resistance is risky because it may anger the buyer.

Accepted Answer

A) True 
 B)False

Question 3

Tami is a new salesperson for ABC Industrial Equipment Co.and is concerned about her ability to handle objections.She is comforted somewhat by knowing that most objections fall into one of five categories.Which of the following is not one of those categories?

Accepted Answer

A)  Need objections 
B)  Product or service objections 
C)  Price objections 
D)  Company or source objections 
E)  All of the above are categories of objections 
A)  Need objections 
B)  Product or service objections 
C)  Price objections 
D)  Company or source objections 
E)  All of the above are categories of objections

Question 4

The ____________ ____________ reflects an earning commitment technique that determines the attitude of the buyer toward a particular feature or benefit.

Accepted Answer

The answer of The ____________ ____________ reflects an earning commitment...

Question 5

One of the reasons (provided the text)that prospects raise objections is "objecting is a matter of _____________"

Accepted Answer

The answer of One of the reasons (provided the text)that...

Question 6

The Direct Denial method is probably the safest objection handling method.

Accepted Answer

A) True 
 B)False

Question 7

One method for gaining commitment involves the salesperson working with the buyer to list the reasons why the buyer would not want to make a purchase.

Accepted Answer

A) True 
 B)False

Question 8

A salesperson that tells the buyer that he or she will be covering the objection later in his or her presentation is using the ____________ - __ - ____________ method of handling objections.

Accepted Answer

The answer of A salesperson that tells the buyer that...

Question 9

__________________ choice is a selling technique in which the salesperson asks the prospect to select from two or more choices during a sales presentation.

Accepted Answer

Alternative/Legitima

Question 10

"Give me a couple of weeks to think it over" is an example of which type of objection?

Accepted Answer

A)  Time 
B)  Price 
C)  No need 
D)  Product related 
E)  Service related 
A)  Time 
B)  Price 
C)  No need 
D)  Product related 
E)  Service related

Question 11

One of the reasons (provided the text)that prospects raise objections is "the prospect wants to _______ the sales interview."

Accepted Answer

The answer of One of the reasons (provided the text)that...

Question 12

Using the Direct Denial method for handling resistance is risky because it may anger the buyer.

Accepted Answer

A) True 
 B)False

Question 13

One of the reasons (provided in the text)that prospects raise objections is "the prospect resists ____________."

Accepted Answer

The answer of One of the reasons (provided in the...

Question 14

When presenting solutions, Chris (a salesperson)often has to handle buyer resistance. Buyer resistance is typically referred to a(n)_____________.

Accepted Answer

A)  Negative 
B)  Objection 
C)  Indicator the prospect will say no to the salesperson when asked to make a purchase 
D)  A buyer initiated challenge (BI
C)  
E)  Show stopper 
A)  Negative 
B)  Objection 
C)  Indicator the prospect will say no to the salesperson when asked to make a purchase 
D)  A buyer initiated challenge (BI
C)  
E)  Show stopper

Question 15

A buyer who says "Your company is too small to meet my needs" is expressing a(n)____ objection.

Accepted Answer

A)  Price 
B)  Time 
C)  Source 
D)  Need 
E)  Product 
A)  Price 
B)  Time 
C)  Source 
D)  Need 
E)  Product

Question 16

LAARC is an acronym for listen, ________________, assess, respond, and confirm that describes an effective process for salespeople to follow to overcome sales resistance.

Accepted Answer

The answer of LAARC is an acronym for listen, ________________,...

Question 17

Tami is a new salesperson for ABC Industrial Equipment Co.and is concerned about her ability to handle objections.She is comforted somewhat by knowing that most objections fall into one of five categories.Which of the following is not one of those categories?

Accepted Answer

A)  Need objections 
B)  Product or service objections 
C)  Price objections 
D)  Company or source objections 
E)  Confirmed objections 
A)  Need objections 
B)  Product or service objections 
C)  Price objections 
D)  Company or source objections 
E)  Confirmed objections

Question 18

The "need objection" and "product objection" categories are essentially the same.

Accepted Answer

A) True 
 B)False

Question 19

Stacey, a salesperson for XYZ Co.has just heard her prospect make a red light statement.This means:

Accepted Answer

A)  It is unlikely she will get the sale 
B)  She has another objection to handle 
C)  She may now ask for the order 
D)  The prospect wants her to stop 
E)  None of the above 
A)  It is unlikely she will get the sale 
B)  She has another objection to handle 
C)  She may now ask for the order 
D)  The prospect wants her to stop 
E)  None of the above

Question 20

LAARC is a tool for helping salespeople ____.

Accepted Answer

A)  Present features and benefits 
B)  Overcome resistance 
C)  Uncover needs 
D)  Use visual aids 
E)  Remember to ask for the order 
A)  Present features and benefits 
B)  Overcome resistance 
C)  Uncover needs 
D)  Use visual aids 
E)  Remember to ask for the order

The "L" in LAARC stands for Listen.

Using the Direct Denial method for handling resistance is risky because it may anger the buyer.

Tami is a new salesperson for ABC Industrial Equipment Co.and is concerned about her ability to handle objections.She is comforted somewhat by knowing that most objections fall into one of five categories.Which of the following is not one of those categories?

The reflects an earning commitment technique that determines the attitude of the buyer toward a particular feature or benefit.

One of the reasons (provided the text)that prospects raise objections is "objecting is a matter of _____________"

The Direct Denial method is probably the safest objection handling method.

One method for gaining commitment involves the salesperson working with the buyer to list the reasons why the buyer would not want to make a purchase.

A salesperson that tells the buyer that he or she will be covering the objection later in his or her presentation is using the - - __ method of handling objections.

__________________ choice is a selling technique in which the salesperson asks the prospect to select from two or more choices during a sales presentation.

"Give me a couple of weeks to think it over" is an example of which type of objection?

One of the reasons (provided the text)that prospects raise objections is "the prospect wants to _______ the sales interview."

Using the Direct Denial method for handling resistance is risky because it may anger the buyer.

One of the reasons (provided in the text)that prospects raise objections is "the prospect resists ____________."

When presenting solutions, Chris (a salesperson)often has to handle buyer resistance. Buyer resistance is typically referred to a(n)_____________.

A buyer who says "Your company is too small to meet my needs" is expressing a(n)____ objection.

LAARC is an acronym for listen, ________________, assess, respond, and confirm that describes an effective process for salespeople to follow to overcome sales resistance.

Tami is a new salesperson for ABC Industrial Equipment Co.and is concerned about her ability to handle objections.She is comforted somewhat by knowing that most objections fall into one of five categories.Which of the following is not one of those categories?

The "need objection" and "product objection" categories are essentially the same.

Stacey, a salesperson for XYZ Co.has just heard her prospect make a red light statement.This means:

LAARC is a tool for helping salespeople ____.

Overview of Personal Selling

Building Trust and Sales Ethics

Understanding Buyers

Communication Skills

Strategic Prospecting and Preparing for Sales Dialogue

Planning Sales Dialogues and Presentations

Sales Dialogue: Creating and Communicating Value

Expanding Customer Relations

Adding Value: Self-Leadership and Teamwork

Sales Management and Sales 2.0

Filters

Exam 8: Addressing Concerns and Earning Commitment

The "L" in LAARC stands for Listen.

Using the Direct Denial method for handling resistance is risky because it may anger the buyer.

Tami is a new salesperson for ABC Industrial Equipment Co.and is concerned about her ability to handle objections.She is comforted somewhat by knowing that most objections fall into one of five categories.Which of the following is not one of those categories?

The ____________ ____________ reflects an earning commitment technique that determines the attitude of the buyer toward a particular feature or benefit.

One of the reasons (provided the text)that prospects raise objections is "objecting is a matter of _____________"

The Direct Denial method is probably the safest objection handling method.

One method for gaining commitment involves the salesperson working with the buyer to list the reasons why the buyer would not want to make a purchase.

A salesperson that tells the buyer that he or she will be covering the objection later in his or her presentation is using the ____________ - __ - ____________ method of handling objections.

__________________ choice is a selling technique in which the salesperson asks the prospect to select from two or more choices during a sales presentation.

"Give me a couple of weeks to think it over" is an example of which type of objection?

One of the reasons (provided the text)that prospects raise objections is "the prospect wants to _______ the sales interview."

Using the Direct Denial method for handling resistance is risky because it may anger the buyer.

One of the reasons (provided in the text)that prospects raise objections is "the prospect resists ____________."

When presenting solutions, Chris (a salesperson)often has to handle buyer resistance. Buyer resistance is typically referred to a(n)_____________.

A buyer who says "Your company is too small to meet my needs" is expressing a(n)____ objection.

LAARC is an acronym for listen, ________________, assess, respond, and confirm that describes an effective process for salespeople to follow to overcome sales resistance.

Tami is a new salesperson for ABC Industrial Equipment Co.and is concerned about her ability to handle objections.She is comforted somewhat by knowing that most objections fall into one of five categories.Which of the following is not one of those categories?

The "need objection" and "product objection" categories are essentially the same.

Stacey, a salesperson for XYZ Co.has just heard her prospect make a red light statement.This means:

LAARC is a tool for helping salespeople ____.

Overview of Personal Selling

Building Trust and Sales Ethics

Understanding Buyers

Communication Skills

Strategic Prospecting and Preparing for Sales Dialogue

Planning Sales Dialogues and Presentations

Sales Dialogue: Creating and Communicating Value

Expanding Customer Relations

Adding Value: Self-Leadership and Teamwork

Sales Management and Sales 2.0

Filters

The reflects an earning commitment technique that determines the attitude of the buyer toward a particular feature or benefit.

A salesperson that tells the buyer that he or she will be covering the objection later in his or her presentation is using the - - __ method of handling objections.